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Negotiation : Readings, Exercises, and Cases

Negotiation: Readings, Exercises, and Cases

Negotiation: Readings, Exercises, and Cases

Negotiation: Readings, Exercises, and Cases, 7th Edition

Summary

Updated with more than 50 percent new articles, "Negotiation "explores the major concepts and theories of negotiation and bargaining psychology, and helps professionals understand and resolve both interpersonal and inter-group conflicts. Roy J. Lewicki is a professor at Ohio State University. David M. Saunders is a dean at the University of Calgary. John Minton is the president and CEO of Havatar Associates, Inc. Bruce Barry is on the faculty of Vanderbilt University.

Table of Contents

Section 1 Negotiation Fundamentals

1

(152)

Three Approaches to Resolving Disputes: Interests, Rights, and Power

1

(13)

William L. Ury

Jeanne M. Brett

Stephen B. Goldberg

Selecting a Strategy

14

(16)

Roy J. Lewicki

Alex Hiam

Karen W. Olander

Making Strategic Moves

30

(25)

Deborah M. Kolb

Judith Williams

Six Habits of Merely Effective Negotiators

55

(11)

James K. Sebenius

Successful Negotiating

66

(8)

Julia Tipler

The Negotiation Checklist

74

(14)

Tony Simons

Thomas M. Tripp

Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch

88

(10)

Charles B. Craver

Secrets of Power Negotiating

98

(11)

Roger Dawson

Defusing the Exploding Offer: The Farpoint Gambit

109

(8)

Robert J. Robinson

Implementing a Collaborative Strategy

117

(17)

Roy J. Lewicki

Alex Hiam

Karen W. Olander

Interest-Based Negotiation: An Engine-Driving Change

134

(7)

John R. Stepp

Kevin M. Sweeney

Robert L. Johnson

Negotiating Lessons from the Browser Wars

141

(12)

James K. Sebenius

Section 2 Negotiation Subprocesses

153

(94)

Negotiating Rationally: The Power and Impact of the Negotiator's Frame

153

(10)

Margaret A. Neale

Max H. Bazerman

Psychological Traps

163

(8)

Jeffrey Z. Rubin

The Behavior of Successful Negotiators

171

(12)

Neil Rackham

Staying with No

183

(5)

Holly Weeks

Where Does Power Come From?

188

(9)

Jeffrey Pfeffer

Harnessing the Science of Persuasion

197

(9)

Robert B. Cialdini

Breakthrough Bargaining

206

(9)

Deborah M. Kolb

Judith Williams

Ethics in Negotiation: Oil and Water or Good Lubrication?

215

(15)

H. Joseph Reitz

James A. Wall, Jr.

Mary Sue Love

Three Schools of Bargaining Ethics

230

(6)

G. Richard Shell

Deception and Mutual Gains Bargaining: Are They Mutually Exclusive?

236

(11)

Raymond A. Friedman

Debra L. Shapiro

Section 3 Negotiation Contexts

247

(76)

Can We Negotiate and Still Be Friends?

247

(6)

Terri Kurtzberg

Victoria Husted Medvec

Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation

253

(14)

Deborah M. Kolb

The High Cost of Low Trust

267

(4)

Keith G. Allred

When Should We Use Agents? Direct versus Representative Negotiation

271

(7)

Jeffrey Z. Rubin

Frank E.A. Sander

When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal

278

(5)

James K. Sebenius

The Closer

283

(7)

Erin Strout

The New Boss

290

(14)

Matt Bai

Get Things Done through Coalitions

304

(7)

Margo Vanover

When Interests Collide: Managing Many Parties at the Table

311

(4)

Susan Hackley

Negotiating Teams: A Levels of Analysis Approach

315

(8)

Susan Brodt

Leigh Thompson

Section 4 Individual Differences

323

(26)

The Power of Talk: Who Gets Heard and Why

323

(14)

Deborah Tannen

Women Don't Ask

337

(8)

Linda Babcock

Sara Laschever

Should You Be a Negotiator?

345

(4)

Ray Friedman

Bruce Barry

Section 5 Negotiation across Cultures

349

(56)

Negotiation and Culture: A Framework

349

(17)

Jeanne M. Brett

Intercultural Negotiation in International Business

366

(19)

Jeswald W. Salacuse

Tales of the Bazaar: Interest-Based Negotiation across Cultures

385

(16)

Jeffrey M. Senger

American Strengths and Weaknesses

401

(4)

Tommy T. B. Koh

Section 6 Resolving Differences

405

(80)

Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia?